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[{"key": "dc.contributor.advisor", "value": "Karjaluoto, Heikki", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Taskinen, Jaakko", "language": null, "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2017-08-07T20:06:42Z", "language": "", "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2017-08-07T20:06:42Z", "language": "", "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2017", "language": null, "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.other", "value": "oai:jykdok.linneanet.fi:1717571", "language": null, "element": "identifier", "qualifier": "other", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/55008", "language": "", "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Pilvipalvelut ovat kasvattaneet suosiotaan voimakkaasti viime vuosina. Yritysten kes- kuudessa etenkin Software as a Service (SaaS) \u2013pilvipalvelut ovat osoittautuneet erityisen kiinnostaviksi. T\u00e4m\u00e4n tutkimuksen tavoitteena oli tutkia suomalaisten yritysten kokemia riskej\u00e4 ja mahdollisuuksia SaaS-pilvipalveluiden k\u00e4ytt\u00f6\u00f6notossa myyj\u00e4n n\u00e4k\u00f6kulmasta. Tutkimuksessa pyrittiin my\u00f6s kuvaamaan koetun asiantuntijuuden merkityst\u00e4 asiakkaan kokemukseen SaaS-pilvipalveluiden riskeist\u00e4 ja mahdollisuuksista. SaaS-pilvipalveluiden k\u00e4ytt\u00f6\u00f6noton koettuja riskej\u00e4 ja mahdollisuuksia k\u00e4siteltiin Benlian & Hessin (2011) luoman teoreettisen viitekehyksen pohjalta. Henkil\u00f6kohtaisen myyntity\u00f6n n\u00e4k\u00f6kulmasta tutkimuksessa hy\u00f6dynnettiin Moncriefin & Marshallin (2005) luomaa teoreettista viitekehyst\u00e4 kehittyneist\u00e4 myynninaskelmista. Koettua asiantuntijuutta tarkasteltiin tutkimuksessa esimerkiksi Shanteaun (1992) m\u00e4\u00e4rittelemien asiantuntijuuden ilmenemist\u00e4 kuvaavien tekij\u00f6iden pohjalta.\r\n\r\nTutkimuksen aineisto ker\u00e4ttiin teemahaastatteluiden avulla. Tutkimusta varten haasta- teltiin yrityksen X myyntihenkil\u00f6st\u00f6\u00e4. Haastatteluihin osallistui yhteens\u00e4 4 henkil\u00f6\u00e4. Haastatteluissa haastateltavat kertoivat omia kokemuksiaan henkil\u00f6kohtaisessa myynti- ty\u00f6ss\u00e4 kohtaamistaan asiakkaiden kokemista SaaS-pilvipalveluiden k\u00e4ytt\u00f6\u00f6noton ris- keist\u00e4, mahdollisuuksista ja asiantuntijuuden vaikutuksista havaittuihin riski- ja mahdollisuustyyppeihin.\r\n\r\n\r\nTutkimuksen tulosten perusteella voidaan todeta, ett\u00e4 SaaS-pilvipalveluiden k\u00e4ytt\u00f6\u00f6notto n\u00e4hd\u00e4\u00e4n nykyp\u00e4iv\u00e4n\u00e4 yrityksiss\u00e4 huomattavasti v\u00e4hemm\u00e4n riskisen\u00e4 kuin aiemmin. Koetut riskit ovat nykyp\u00e4iv\u00e4n\u00e4 spesifej\u00e4, kuten turvallisuusriski. Mahdollisuuksia ja etuja SaaS-pilvipalveluissa n\u00e4hd\u00e4\u00e4n runsaasti. SaaS-pilvipalveluita pidet\u00e4\u00e4n osana nykyaikaisen yrityksen strategiaa. Henkil\u00f6kohtainen myyntity\u00f6 nousee suureen rooliin asiakkaiden harkitessa SaaS-pilvipalveluiden k\u00e4ytt\u00f6\u00f6nottoa ja punnitessa SaaS-pilvipalveluihin liittyvi\u00e4 riskej\u00e4 ja mahdollisuuksia. Asiantuntijuus tuo henkil\u00f6kohtaiseen myyntity\u00f6h\u00f6n osa-alueen, mink\u00e4 avulla voidaan vaikuttaa asiakkaan kokemukseen riskeist\u00e4 ja mahdollisuuksista ja t\u00e4ten edesauttaa henkil\u00f6kohtaisen myyntity\u00f6n onnistumista.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted using Plone Publishing form by Jaakko Taskinen (jaoltask) on 2017-08-07 20:06:41.703208. Form: Pro gradu -lomake (https://kirjasto.jyu.fi/julkaisut/julkaisulomakkeet/pro-gradu-lomake). JyX data: [jyx_publishing-allowed (fi) =False]", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by jyx lomake-julkaisija (jyx-julkaisija.group@korppi.jyu.fi) on 2017-08-07T20:06:42Z\r\nNo. of bitstreams: 2\r\nURN:NBN:fi:jyu-201708073431.pdf: 703669 bytes, checksum: 50d4fd51748923a3f50d792bc50dc9e8 (MD5)\r\nlicense.html: 1167 bytes, checksum: cf1919899ab8a6e9ff4c65a85476abc7 (MD5)", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2017-08-07T20:06:42Z (GMT). No. of bitstreams: 2\r\nURN:NBN:fi:jyu-201708073431.pdf: 703669 bytes, checksum: 50d4fd51748923a3f50d792bc50dc9e8 (MD5)\r\nlicense.html: 1167 bytes, checksum: cf1919899ab8a6e9ff4c65a85476abc7 (MD5)\r\n Previous issue date: 2017", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "1 verkkoaineisto (74 sivua)", "language": null, "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "fin", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "Software as a Service", "language": null, "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Software as a service -pilvipalveluiden koetut riskit ja mahdollisuudet : myynnin n\u00e4k\u00f6kulma", "language": null, "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201708073431", "language": null, "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4 University School of Business and Economics", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4n yliopiston kauppakorkeakoulu", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Taloustieteet", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Markkinointi", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Marketing", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.method", "value": "Teemahaastattelu", "language": null, "element": "subject", "qualifier": "method", "schema": "dc"}, {"key": "dc.date.updated", "value": "2017-08-07T20:06:42Z", "language": "", "element": "date", "qualifier": "updated", "schema": "dc"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", "schema": "yvv"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "restrictedAccess", "language": "fi", "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.subject.oppiainekoodi", "value": "20423", "language": null, "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "pilvipalvelut", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "myyntity\u00f6", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiantuntijuus", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.format.content", "value": "fulltext", "language": null, "element": "format", "qualifier": "content", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://rightsstatements.org/page/InC/1.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}, {"key": "dc.rights.accessrights", "value": "Aineistoon p\u00e4\u00e4sy\u00e4 on rajoitettu tekij\u00e4noikeussyist\u00e4. Aineisto on luettavissa Jyv\u00e4skyl\u00e4n yliopiston kirjaston arkistoty\u00f6asemalta. Ks. https://kirjasto.jyu.fi/fi/tyoskentelytilat/laitteet-ja-tilat.", "language": "fi", "element": "rights", "qualifier": "accessrights", "schema": "dc"}, {"key": "dc.rights.accessrights", "value": "This material has a restricted access due to copyright reasons. It can be read at the workstation at Jyv\u00e4skyl\u00e4 University Library reserved for the use of archival materials: https://kirjasto.jyu.fi/en/workspaces/facilities.", "language": "en", "element": "rights", "qualifier": "accessrights", "schema": "dc"}, {"key": "dc.type.okm", "value": "G2", "language": null, "element": "type", "qualifier": "okm", "schema": "dc"}]
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